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Sales Manager Skills: The Number 1 Skill All Successful Sales Managers Have

Sales manager skills are a given in any high performing sales manager. Do you know what we are talking about? Hiring, firing, performance management, sales coaching, business planning, motivating the sales team just to name a few. Even if your sales managers can’t do these basic skills, none of them will deliver. What is this? Communication.

In this particular article, we will cover the power of non-verbal communication, which is an important first step in improving your communication skills.

I know this makes sense, and yet most sales directors will gloss over this “basic” skill. The true power of thoughtfully delivered communication will enable the most amazing results. The dictionary definition of communication centers around the ability to transmit messages from one person or place to another. Does it seem reasonable? For a sales manager, they also need to ensure that they follow through on the information they are communicating to whomever they are communicating.

A basic assumption about communication is that you cannot communicate. Let’s explore this a bit. We don’t just communicate with the words we speak, in fact the most powerful way we communicate with others is through our body language and voice. A classic study by Albert Mehrabians found that 93 percent of the way we communicate is through our body and voice. Only 7% comes from the words and phrases we use.

This is especially true when people have positional power. For example, in our case, the sales manager and his sales representative. Ensuring that communication is appropriate is key.

Using a practical example of sales training. If the sales manager is giving feedback and advice, a softer open body approach and style will make a big difference to the bottom line. A fixed body position and tone of voice will not motivate the sales representative on the other end of the communication. This is where body language mirroring techniques can work to create consistency and trust in the communication process.

The good news is that strong communication skills can be learned. The first step is to be aware of how you currently communicate. What tone of voice do you use? How are you standing? How fast do you speak? How close are you to the person you are communicating with? How is the eye contact?

When you ask this question to many sales managers, some are knowledgeable and many are not. A great exercise is to observe someone else. Monitor the interaction and how it flows. By doing this, you will understand your own behavior and that of others. If you’re really serious about improving your non-verbal communication style, watch the video for yourself. Many presentation skills courses have made a significant difference in how people communicate purely by showing delegates how to communicate physically and tonally.

Consistently addressing nonverbal communication has one of the greatest effects on your ability to communicate in a way that moves you.

What will happen next? It’s time to take some action. As an initial first step, if you are brave enough, ask your colleagues and even significant others how they perceive you through non-verbal communication. You might just be surprised.

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